ShareFile Business Development Account Manager - Cloud Software Group

Better work begins at ShareFileShareFile is a place where you can stretch, grow, and make an impact every day. We move fast here, thrive in gray zones, and are committed to putting the customer first. We value the whole you – your ideas, your insp...

Better work begins at ShareFile

ShareFile is a place where you can stretch, grow, and make an impact every day. We move fast here, thrive in gray zones, and are committed to putting the customer first. We value the whole you – your ideas, your inspirations, your aspirations, your initiative – and leadership gives us the space to explore and the feedback to help us grow. And the best part? We do it all as a team. At ShareFile, we thrive as one. We always take care of each other because we succeed when we all succeed.

We help organizations deliver a modern client experience with secure, easy-to-use technology that streamlines document and client-facing workflows. With more than 90,000 customers and 3 million licensed users worldwide, ShareFile empowers people to focus on the work that matters most and is dedicated to making working lives everywhere better, simpler, and more fulfilling.

Grow at ShareFile

So how can you contribute as part of the ShareFile team? We are searching for someone who can help us make a little magic for our customers and their clients every day. The Business Development Account Manager is responsible for developing, managing and growing a set of assigned Tier 1 Strategic business development partners, associations, affiliations and customers (managed accounts) in order to drive revenue for ShareFile across a specific geography.  This role is expected to develop strong C-level relationships with managed accounts at the highest level to drive commitment to ShareFile products and solutions. This includes engaging directly with the C levels within the accounts, representing ShareFile at both a business and technical level to demonstrate Unique Business Value including the economic benefits of taking ShareFile based ‘Finished Products’ to market.

Responsibilities:

• Manage a focused Channel based ‘Book of Business’
• Develop and manage critical, complex, highly visible, Tier 1 strategic Partner accounts. Co-ordinates, where appropriate, with relevant groups within Citrix and the broader Field.
• Develop strategic plan for partner relationships to drive pipeline and exceed net new partner-sourced quota (including Sales VPs, Channel Leadership and Marketing)
• Grow net new revenue through joint business, pipeline and forecast planning and execution.

• Drive ‘Go to Market’ planning, developing monetization plans and establish routes to market

• Collaborate closely with ShareFile sales teams and leadership on business opportunities and escalations.
• Pipeline management & forecasting across partner-led opportunities and net new partner-sourced business.
• Leverage Cross-Functional team of specialists to drive enablement and marketing activities for partner training and marketing execution activities
• Ensure customer satisfaction by coordinating resources throughout sales cycle.
• Grow contribution of ShareFile partners, enhancing capabilities required to sell ShareFile products
• Represent ShareFile at the C Level, inclusive of driving Net New Product growth through the partners’ Go to Market’ Strategy
• Manage the day to day running of the business; conduct regular pipeline management, portfolio planning, sales coaching, forecasting and QBRs
• Orchestrate resources to support partner and help strengthen relationships with ShareFile including: ensuring cross functional customer teams are engaged and providing appropriate deal support; organizing training; ensuring participation in marketing and partner strategy programs
• Drive sales execution through partner by enabling and influencing (enable, co-sell, etc.) 
• Monitor and provide insight into named partners’ business and technical service capability, financial results, and investment in selling SF products and services
• Drive development of partner services offerings to support SF & increase profitability
• Representation and presentations at partner events in territory

Basic Qualifications

• Bachelor’s degree or equivalent experience
• 5-8 years’ experience managing a ‘Book of Business’ either as a PAM, or strategic partner relationship manager role in a high-tech environment with a demonstrated track record of success in driving customer adoption of technology and delivery of Service Based solutions
• Extensive account management experience, preferably with some experience managing large and / or strategic accounts
• Strong ability to build and leverage relationships with partners as well as internal area managers, field sales, SEs, inside sales and marketing teams
• Planning and financial skills including business planning and knowledge of the partner ecosystem including pipeline management and forecasting
• Understanding of partner economics, business models and motivations for customer success

Preferred Qualifications

• Ability to communicate value proposition in terms of understanding of both partners’ and customers’ business needs
• Outstanding communication skills – written, oral and facilitation
• Experience in pipeline building with partners including planning, gaining senior sponsorship, delivering training, sales coaching and timely execution/follow-up 
• Prospecting and sales skills – assist partners drive new opportunities
• Ability to problem solve – balancing both strategic and immediate needs
• Demonstrated track record of recruiting, training, coaching, motivating and retaining a successful group of partners
• Strong understanding and proficiency managing to a matrixed organization
• Self-starter, requiring minimal supervision
• A demonstrated understanding of the Service Provider business model inclusive of launching ‘finished Product’ to drive revenue and market share capture.

Does this sound like you? Is this the kind of environment in which you would thrive? Apply now! We’re building something special at ShareFile, creating technology that can help to reshape the way people around the world work. The impact you can have at ShareFile is life changing, and the opportunities here are limitless.

Compensation may vary depending on your location, qualifications including job-related education, training, experience, licensure, and certification, that could result at a level outside of these ranges. Certain roles are eligible for additional rewards, including annual bonus, and sales incentives depending on the terms of the applicable plan and role as well as individual performance. NYC generally ranges; $130,882-$163,602 CA generally ranges; $136,573-$170,716 All other locations fall under our General State range; $113,810-$142,263 Benefits may vary depending on the nature of your employment with Cloud Software Group and the country where you work. U.S. based employees are typically offered access to healthcare, life insurance and disability benefits, 401(k) plan and company match, among others. This requisition has no specific deadline for completion.

About Us:

Citrix and TIBCO recently merged to create Cloud Software Group, now one of the world’s largest cloud solution providers, serving more than 100 million users around the globe. When you join Cloud Software Group, you are making a difference for real people, each of whom count on our suite of cloud-based products to get work done — from anywhere. Members of our team will tell you that we value diverse lived experiences, passion for technology, and the courage to take risks.  Everyone is empowered to learn, dream, and build the future of work. We are on the brink of another Cambrian leap -- a moment of immense evolution and growth. And we need your expertise and experience to do it. Now is the perfect time to move your skills to the cloud.

Cloud Software Group is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination. All qualified applicants will receive consideration for employment without regard to age, race, color, creed, sex or gender, sexual orientation, gender identity, gender expression, ethnicity, national origin, ancestry, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions (including lactation status), marital status, military service, protected veteran status, political activity or affiliation, taking or requesting statutorily protected leave and other protected classifications.

If you need a reasonable accommodation due to a disability during any part of the application process,  please contact us at (800) 424-8749 or email us at AskHR@cloud.com for assistance.